Evi Hartmann

B-to-B Electronic Marketplaces (eBook, PDF)

Successful Introduction in the Chemical Industry

• Format: PDF

Produktbeschreibung

The introduction of the internet originated not only the establishment of an alternative channel for the marketing and selling of products, but even more importantly, it serves as a platform to set up B-to-B E-marketplaces. This development enables buyers and sellers to innovate entire business processes. However, in order to gain sustainable and tangible success, a company needs to thoughtfully analyze the different concepts of B-to-B E-marketplaces as there are many examples where the introduction of such marketplaces had non-intended negative consequences. Evi Hartmann discusses the following research questions: What is the relation between a given purchase situation and the characteristics of a B-to-B E-marketplace? Can a fit between the two be defined from a relationship perspective? How does the interplay between the purchase situation and the B-to-B E-marketplace characteristics influence the success of a supplier relationship? The author presents a theoretical framework, which has been empirically tested in the German chemical industry, illustrates the managerial implications and shows the necessity of future research.

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Produktdetails

• Verlag: Deutscher Universitätsverlag
• Seitenzahl: 208
• Erscheinungstermin: 29. Juni 2013
• Englisch
• ISBN-13: 9783663094463
• Artikelnr.: 53141251

Autorenporträt

Dr. Evi Hartmann promovierte bei Prof. Dr. Hans Georg Gemünden am Lehrstuhl Technologie- und Innovationsmanagement der Technischen Universität Berlin. Sie ist als Berater bei A.T. Kearney, einer weltweit führenden Managementberatung, tätig.

Inhaltsangabe

Table of Content.- A Theoretical Part.- 1 Introduction.- 2 Determining the purchase situation: Cornerstone of supplier relationship management.- 3 Classification of B2B electronic marketplaces: a relational approach.- 4 B2B E-marketplace introduction project.- 5 Theoretical framework and hypotheses of the study.- B Empirical Part.- 6 Process of data gathering, sample description and process of data analysis.- 7 Operationalization of the constructs.- 8 Empirical analysis of the theoretical model.- 9 Summary and outlook.- 10 References.- 11 Appendix.